This program shows participants how to analyze their own position and recognize and overcome ploys and tactics that impede negotiation, and gain skills that will help keep negotiations on track.
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Description
Negotiating. We do it every day. When negotiating with a client, supplier, or partner, it’s one of the few critical parts of the sale or contract when you try to find common ground. You want to make sure needs are aligned. If you approach negotiating in search of a positive outcome for all parties, you will form a collaborative, long-term partnership based on trust.
In this course, you develop the skills necessary to negotiate a win-win outcome. A variety of negotiation points, besides price, are explored that strengthen your stance. You will learn to reframe conversations and objections, resulting in a collaborative dialogue that earns trust and
enables you to move forward.
Completion of this course will empower participants to:
- Apply integrative negotiation tactics to achieve mutually beneficial results
- Generate win-win outcomes through planning and preparation
- Use questioning and listening skills to create a collaborative environment
- Build trust, credibility, and respect to gain cooperation and influence others
- Handle emotions when dealing with difficult behaviors and resolving conflicts
Agenda
Negotiation Essentials
- Define Negotiations, assess current negotiation skills
- Avoid common mistakes and obstacles
- Four Basic Stages of negotiation
Negotiation Tactics and Techniques
- Apply guideline for each stage of the process
- Seven steps to plan and prepare for negotiations
Relationship Building
- Relationship principles essential to negotiations
- Build trust credibility and respect
- Influence others and deal with difficult attitudes
The Power of Communication and Listening
- Use a questioning model to listen and build rapport
- Use listening skills to uncover motivation factors
- Speaking with Confidence
Conflict Resolution
- Handle emotion and maintain composure under pressure
- Process to resolve conflict
- Develop emotional Intelligence in negotiations
Putting Negotiation Skills to Work
- Apply the tools learned
- Create a plan of action for an upcoming negotiation
- Storytelling as a tool for influence
